Discovery calls have been called revenue defining moments. So when you call a prospect do you have a plan for what to say if they actually answer their phone, or do you get caught off guard?  This week on INSIDE Inside Sales, Darryl welcomes the authority on all things related to discovery calls, Richard Smith, the rockstar Co-Founder and Head of Sales for Refract. Darryl and Richard go over how discovery calls are the most important stage in the sales process and offer valuable advice on how you can use them to their fullest potential. They share tips such as having an agenda for what outcomes you want to accomplish, not rushing headfirst into a demo and spotting emotive nuggets to learn as much about your prospect as you can. Learn how to close more deals by getting the most out of your discovery process on this episode of INSIDE Inside Sales!

About Darryl's Guest:

Richard is Co-Founder and Head of Sales for Conversation Intelligence company Refract. He has a passion for helping salespeople become more successful through coaching, personal development, and better understanding the science of sales.

INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel.  VanillaSoft is the sponsor for INSIDE Inside Sales.